14 min
Know the Deals That You Are Actually Winning - Mark Tanner, Jonathon Blackburn, Kendra Berner - Revenue Today - Episode # 067 Revenue Today
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- Business
Today, we welcome a fantastic panel of guests to share their insights and experiences on closing deals during a downturn. We are joined by Mark Tanner, Co-Founder of Qwilr, Jonathon Blackburn, VP of Global Sales at Qwilr, and Kendra Berner, Senior Strategic Team Lead at Lattice.
Most companies know their ideal client profile, but in today's environment, it is more important than ever to look back on it and ensure that the team is working on deals that you are actually winning. This involves revisiting the ICP and communicating it so the team focuses their efforts on deals that win.
Takeaways
Know where you win. Look at your pipeline and use insights to determine the percentage of deals that have a good chance of closing.
Be honest about the deals you want to win and the ones you are actually winning.
Quote of the Show
"If you're a revenue leader and you feel like you have a pretty good idea of what your ICP is but maybe you want to cut it up and down or look back on that. I urge you to do the same thing across your team just to make sure that the types of deals that you believe and think you should be working on are the ones you're actually winning." - Jonathon Blackburn
Connect with our guests in the links below:
About Mark Tanner
About Jonathon Blackburn
About Kendra Berner
Ways to tune in:
Amazon Music
Apple Podcast
Spotify
Google Podcast
YouTube
Today, we welcome a fantastic panel of guests to share their insights and experiences on closing deals during a downturn. We are joined by Mark Tanner, Co-Founder of Qwilr, Jonathon Blackburn, VP of Global Sales at Qwilr, and Kendra Berner, Senior Strategic Team Lead at Lattice.
Most companies know their ideal client profile, but in today's environment, it is more important than ever to look back on it and ensure that the team is working on deals that you are actually winning. This involves revisiting the ICP and communicating it so the team focuses their efforts on deals that win.
Takeaways
Know where you win. Look at your pipeline and use insights to determine the percentage of deals that have a good chance of closing.
Be honest about the deals you want to win and the ones you are actually winning.
Quote of the Show
"If you're a revenue leader and you feel like you have a pretty good idea of what your ICP is but maybe you want to cut it up and down or look back on that. I urge you to do the same thing across your team just to make sure that the types of deals that you believe and think you should be working on are the ones you're actually winning." - Jonathon Blackburn
Connect with our guests in the links below:
About Mark Tanner
About Jonathon Blackburn
About Kendra Berner
Ways to tune in:
Amazon Music
Apple Podcast
Spotify
Google Podcast
YouTube
14 min